- Hey, I'm Rebecca Gordon.
- Hi, I'm Sylvia Gordon, this is Lola Gordon.
- And this is Ollie Gordon.
- And this is the Weekly Wednesday Wrap Up,
we're gonna talk about what happened in insurance.
Main thing, the big news is -
- Walmart. - Walmart!
Stay tuned.
(upbeat electronic music)
- All right, so, just when you thought
it was safe to go back into the ocean,
a big giant announced they want to get into the ocean.
They-
- So this week, Walmart Corporation-
- Want a piece of the pie.
- Announced they formed a new corporation,
Walmart Insurance Services,
and that they are going to be selling Medicare
in their pilot program store,
which is just one store in Dallas.
But, if I look at my crystal ball-
- Or if you ask Lola.
- Or if I ask my goat, that they will probably
expand that quite rapidly to- - [Rebecca] Makes sense.
- All 4,000 of their stores.
So, right now they are hiring Medicare agents,
in the Dallas area for their one store
and we'll see how fast, or if that pilot program
really takes over the program that
we've been working in conjunction with Walmart since 2005.
- Yeah.
- So, those of you that are already in a store,
we have 100 agents that are in stores,
round three just closed, and if you paid your money
and booked your store, (Rebecca laughs)
you need to go on and do your certifications,
do your, do everything you need to keep that store,
(Rebecca mumbles)
and then, what happens is,
some people always have something come up
where they can't have their store,
that they already bid and paid for,
and you need to try to get a substitute agent
because we can't get you a refund.
- No refunds!
- It's not us. - It's not us.
- It's the program. - It's not Ollie.
- And once you pay, then you're obligated.
- I think Ollie is super camera shy,
'cause he is just staring.
- He's the timid one.
- He's just staring right at me.
- This is your chance for fame and fortune,
so put your face forward. - Maybe you could-
- These are pygmy goats, - Commercials.
- These're my babies, okay?
What do you have?
- So let's go talk about the cost of doing business.
And, you know, we really started to hone in.
We have a graph here and we whited out agents' names.
But this graph is showing us where people
are selling certain products, in what state.
So this agent right here, 34 in Georgia, 13 in Illinois,
13 in Indiana, one in North Carolina.
This one did one in Ohio.
- One in Florida. One in Connecticut.
- One! - You see a lot of ones.
- This person did 52 in Kentucky and one.
And, you know, the problem with that
is the cost of doing business,
and getting those licenses,
and making sure you're certified in those states.
And we really think that if a lot of people
kinda slowed down and looked at the map,
some of the states,
- Makes no sense.
- It's not worth it, what you pay in fees.
- You're not making any money to get
a non-resident license, and in some places,
your corporate non-resident license,
pay your appointment fees for that one state.
You guys are crazy.
But I think a lot of times it just happens
without you thinking about it-
- Super fast, I'm on calls.
- And you think, well, maybe I'll expand
and do a lot more in Kentucky,
but then you don't, and you look back on it
when you audit your stuff annually, which you should,
which you're not, and you see,
oh, I only sold one.
So now my appointment fees in that state
are gonna be, whatever, 250 bucks,
and my renewal on that case is 250 bucks,
didn't make any sense. - No sense.
- So, before you renew those non-resident licenses,
or get more, you guys need to sit down
and do an audit and look at what you have done in the past.
And if you have a piece of business
from one of those states that you're not set up in,
what can you do?
- You can refer it out.
We have a wonderful referral program.
- So, we have a referral program
that will pay you the CMS maximum amount
on that Medicare Advantage, and you will not
have to mess with selling it. - Yeah.
Do the audit, look at the ones.
Some of these states are super expensive.
- Yeah, talk to your marketer if you want help with that,
if you don't work with us, talk to your FMO.
That's something that agents are just willy-nilly
spending money and not really thinking about,
is it cost-effective.
- Aunt Bea calls, and she wants you to write it.
- Cost-effective. - Absolutely.
- Boom. Oh! Well, that wasn't it.
- So, MyEnrollment tool, they are just-
- I don't want his butt facing the camera.
- He won't move. - Turn him around.
See, she's a lap goat, she just likes sitting in your lap.
- I have a dog. I'm super boring. Two cats and a bird.
- There we go, there we go!
- You know, the problem I have is that
they like to go poop, a lot,
so I'll point it towards Sylvia and not me.
- Okay, let's talk about MyEnrollment tool.
- MyEnrollment tool, so, good news,
CMS is updating, or, we're updating our system for 2021,
as CMS allows, so that's getting built as we speak.
(bag rustles)
So it's right around the corner.
Certifications- - Are open.
- Anthem opened up last week, I think Humana has opened up.
Since June 30th, UHC. - Yep.
- I think everyone's- - Everybody's open.
Everybody's open. - Get it done.
We talked a lot about that at our last show.
Don't procrastinate. Get 'er, see he's.
- And the main thing I want to talk about-
- He won't- - is agency owners,
if you're an agency owner, you're gonna ask people,
are you done?
They're gonna tell you, yeah, I'm done.
- Here. - Check!
- Ollie, this way. - You check!
Have- there you go! Pooping right there.
- So gross. - On live TV.
- This is- - It's natural.
This is cycle of life, this is not gross.
- This is gross. - This is natural.
- This is unacceptable.
- And we grew up on a farm, so I don't know
why she's acting freaked about that.
But, if you're an agency owner
and you have any agents underneath you,
do not believe them, don't trust them,
not that they're misleading you or trying to lie,
it's just, they get confused, okay?
They get stopped mid-way and they think they're done,
or they thought they did it last year,
(goat sneezes) and this year, it all gets confused.
Make them show you the print-out of the portal,
they provide it to you or your admin.
(bag rustles)
don't take everybody's word.
Trust me, because I have had agents
direct report to me for years and
they always, every single year, come up short
on something at the last minute.
And remember, you don't just
get certified and sell that day.
You don't just say, oh, she's coming in right now.
You get certified and sell.
- About two days.
- A lot of them have a lag,
and you can't sell that case and get paid for it.
- Not gonna work.
- What else you got?
- Nothing. I'd like a little hand sanitizer,
or maybe a new dress.
- Right now the great sales idea I'd like
to share with you guys is to do
some kind of client appreciation meeting
with your clients. (bag rustles)
Right now, you don't have anything to sell,
you don't know what the new benefits are,
you don't know what next year looks like,
you don't know who's going to win the election,
you don't know if there's Medicare for all,
you don't know anything.
But they have questions,
and people like to have, just an encounter with you
where you're not selling them something.
- Right.
- So, have a lunch, have a breakfast.
- Picnic.
- You can keep it cheap, yeah,
or just have hors d'oeuvres, whatever,
but bring 'em in, make it a little fun.
Just say, thank you for your business,
enjoy working with you, and just, informal.
It's not a scheduled sales meeting,
- Right. - And education event,
just, if they have some questions,
you'll be there to answer them,
either, you know, on the stage,
or you could just walk around.
But just, have 'em out for brats and chips.
- Saying thank you goes a long way.
- People love it. And ask them to bring a friend
that's eligible for Medicare.
You'd be surprised how many will bring a friend,
and it turns this into a lead-generating event.
There's also another thing that I've heard of,
and that is, because of covid, people can't
go into a lot of places where they were having sales events.
So what they're doing is they're getting a pop-up tent,
and they're doing it in the parking lot.
- Parking lot parties, I just got something from our church.
Parking lot party. - Yep.
So, then get a pop-up tent, get permission from a church,
or a food pantry, or whatever,
- Yep, perfect idea.
- And get permission to set up in the parking lot.
- That's perfect.
- You can social distance and you can,
- Play some music. - Play some music.
- Perfect spot. - Have fun.
- Yeah. - Have some giveaways.
- Cornhole. - Boom.
So that's a great idea.
If you have a great sales idea
that you want to share with your fellow and sister agents,
please leave it in the comments,
and please tell me which goat you like the best
in the comments below.
The pooper, or the sweet lady lap goat Lola.
- Lola-
- I was very excited to bring the goats
in this week. - Tried to eat my ring.
- Next week, chickens. My chickens are coming.
- Oh, my god.
- Thank you guys, happy selling.
- See ya!
(upbeat electronic music)